国际贸易中常用英语

国际贸易中常用英语

A: Mr. White, we have discussed the quotation. This is our rock-bottom price. Here you are.

A:怀特先生，我们已经讨论了报价。这是我方的最低价格，给你。

B: I have studied it. I think your price is still a little high.我已经看过了。我认为你们的价格还是有点高。

A: This is our rock-bottom price, Mr. White. We can't make any further concessions.

A:这已经是我方的最低价格了，怀特先生，不可能再降了。

B: If that's the case, there's no much point in further discussion. We might as well as call the whole deal off.如果是这样的话，那就没有什么必要再谈下去了，我们是不是干脆放弃这笔生意算了。

A: What I mean is that we'll never be able to come down to your price.

A:我的意思是说我们的价格永远不可能降到你们提出的水平。

B:I think it unwise for either of us to insist on his own price. How about meeting each other half way and each makes a further concession so that business can be concluded?

B:我想我们双方都坚持自己的价格是不明智的，能不能互相做出让步？双方都让一半，生意就能成交了。

A: What is your proposal? 你的建议是？

B: Could you make 7% reduction of each item? 你们能不能降7%？

A: That’s impossible.不可能。

B: What would you suggest? 你的意思呢？

A: The best we can do will be a reduction of 4%. That’s definitely being rock-bottom. 我们最多降4%，这可真是最低价了。

B: But I think it's a little higher. 但还是有点高。

A: You know that our products have good quality. Considering the quality, I should say the price is reasonable. 你知道我们的产品质量很高。就质量而言，我敢说我们提出的价格是合理的。

B: No doubt that yours is of high quality, but still, there is keen competition in the hardware market. 毫无疑问，你们的产品质量很好，但小五金市场的竞争也很激烈。

A: So far our products have stood competition well. The very fact other clients keep on buying speaks for itself.直到现在，我们的产品能够经得起竞争。别的顾客不断地向我们购买，这一事实本身就说明了问题。

B: Ok, could you make 4% reduction?你们能降4%吗？

A: Well, in order to close the deal, I accept.好吧，为了达成交易，我接受了。

B: I'm glad that we have settled the price.很高兴我们就价格达成了协议。

A: Mr. White, could you tell me the quantity that you need?

A:怀特先生，你可以告诉我们你们打算定多少货吗？

B: We have to discuss it after the meeting.我们会后会商量。

A: When could you give me the reply? 你们什么时候给我答复？

B: The next meeting.下一次谈判。

A: When do we meet again? 咱们什么时候再见面？

B: How about tomorrow morning at 10?明天早晨10点怎么样？

A: Good. Then see you tomorrow.好的，明天见。

B: See you. 明天见。

T: Hello! May I help you?您好，您有事需要帮忙吗？

C: Yes, I hope so. I need some more cash for my visit in China. May I cash a traveler's check here?

是的，是这样。我需要些现金，在中国观光时使用。我能在这儿兑现旅行支票吗？

T: Of course. We'd be happy cash it for you.当然，我很乐意为您兑现。

C: I was going to cash it at the hotel, but one of my friends said that banks always give better exchange rates.我原本打算在家旅馆兑现，但我朋友说银行的兑现率通常有点高。

T: Well, any bank will cash it at our present traveler's check-buying rate, which we somewhat better than at hotels because of the service charge. You see, hotels aren't really in the money exchange business although they will cash traveler's checks for their guests.

任何银行都是按现时买入旅行支票的兑换率来兑现的。这个兑现率我们已经列在这里了。当然，因为手续费的差异，我们的兑换率比旅馆的稍高些。您知道，旅馆虽然为客人兑换旅行支票，但他们并不是专门从事兑换业务的。

C: You mean there's really not much of a difference?

您是说，实际上银行与旅馆的兑换率差距并不大。

T: No, madam, not very much.是的，夫人，没多大差距。

C: Well, may I cash these three checks for $100 each? I think that will be enough.

那么，我能把每张100美圆的3张支票兑现吗？我想该够用了。

T: Yes, I'll be happy to cash these for you. Would you please countersign them here?

好的，我很乐意为你兑换。请您将支票复签一下。

C: There you are.给您。

T: And will you please sign this foreign exchange request? I've already written down your name and address for you, but I will read your passport number.

1.Your price is too high.We ask for reduction of 5%.

贵公司的报价太高，敝公司要求减价5%。

2.We accept your offer, but demand that you advance the shipment by two months.

敝公司接受贵公司的报盘，但要求贵公司把装运期提前两个月。

3.Your offer is attractive, but we demand payment by L/C.

贵公司的报盘很吸引人，但敝公司要求用信用证支付。

4.We are prepared to accept your offer if you pack the goods with wooden cases .

如果贵公司用木箱包装货物，我们准备接受贵公司的报盘。

5.We accept your offer only with the quantity reduced by half.

只要数量减半，敝公司接受贵公司的报盘。

(Acceptance 接受)

6.We accept the offer you made on May 17th.敝公司接受贵公司5月17日发出的报盘。

7.We accept your offer. The goods will be despatched next month .敝公司接受贵公司的报盘。货物下月运出。

8.We accept your offer. The L/C will be opened within two weeks.

敝公司接受贵公司的报盘。信用证两周内开出。

9.We accept you counter-offer of 25th.敝公司接受贵公司二十五日的还盘。

10.We accept your counter-offer. Please advise us the shipping date.

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营销：

The modern image of a company is the impression that people have of that company as a whole.

How do you value the function of marketing in the management process?

It plays a very important part in the entire process of management.

Marketing is a three-sided function.

Marketing research and product development are one side and advertising and sales promotion are another.

Selecting the appropriate marketing channel in the beginning is vital.

It's important to establish a clearly defined marketing policy at the beginning.

To be frank, I know very little about the marketing conditions of Europe.

You'll lose the market completely if you ignore this.

We're thinking of appointing an agent for our products.

We'll ask him to do a market research.

I believe it's high time you changed your sales approach.

You won't reach all your potential customers in the present way.

Your policy is paid off in our market.

Sometimes the best gain is to lose.

I can put you in touch with one or two advertising agents.

They're professionals and know the business and the local conditions well.

That's because we always put quality at the top of everything.

Customers won't worry so much about the price if your product is really the best.

If you change your method of selling, you'll do even better.

关于广告：

You're not to cut down my advertising budget again, are you?

I think it's too hard for the average customers to understand the direction.

I have to draw an advertising leaflet for the new product.

What kind of image do you want to convey in the advertisement?

Do you think we should include some performance data?

A picture gives better impression than just a diagram.

Here're the results of the tests on the prototype. You may need them in the ad.

Definitely the advertising budget will have to be cut.

We won't expect the sales will be as high as last year if we're not going to push this product this year.

We're sure the sales will start to recover with the successful advertisement.

They've decided to start a large-scale promotion in summer.

The boss always complains that we've spent so much on advertisements but the results are not satisfying.

There're two opposite opinions. One is to put more into ads, and the other to cut down on ads.

The experts believe that advertising is to condition people's mind.

If the ad is well done, the products of average quality will sell well.

Many companies are spending a lot money on ads when they produce a new products.

Some big companies advertise their products by sponsoring big sports events.

I think sponsorship is better than straight advertising. It's less expensive and tax-free.

It doesn't pay if we spend so much on ads. It's the media that make the biggest profit.

签订合同：

I've been authorized to go ahead and discuss an agreement with you.

The term is too short for us to make a profit.

I'd like to suggest a four-year contract.

If the agreed sales targets are not reached, we'd naturally terminate our agreement.

We'll draft the agreement according to today's talks.

Before we sign the contract, there're still a few points to clarify.

I think the agreement has covered everything.

Please go through the draft contract and make sure everything is all right.

Here's your copy of the amended contract.

Do you have my comment on this clause?

The contract is to be written in Chinese and English and both languages are equally effective.

There's one thing we can't accept in the Clause 8.

We had a close study of the contract last night.

There're a few points we have to discuss again before we sign the contract.

I have no more questions about this clause.

Do you have any different ideas about the clauses and wording?

I'm so glad that we're reached an agreement on the particular contract.

We'll sign the contract tomorrow morning, at 8, in the meeting-room, shall we?

We're going to have a signing ceremony and the head of the two companies will be present.

I think everything's ready for our signatures on the contract now.

讨价还价：

The prospects for sales of this product will be quite good in Europe.

The major problem is the price.

We really want to do the business with you, but the price you're offered is a bit too high.

We believe our products are of very good quality and they can surely sell well.

What's your offer then?

It'll be difficult for us to make any sales with that price.

You know the price of this kind of goods has gone up since last year.

Considering that, I should say the price is reasonable.

I'm sure other companies are lowering their prices.

We'll have difficulty in convincing our clients at your price.

Can you tell me what's the lowest price you can offer?

You know we usually don't give any discount.

I'm wondering if you could allow us 5 per cent discount.

Only 2 per cent? That's not much.

Our products enjoy high popularity in your country.

I'm thinking of ordering 500 boxes if your prices are reasonable.

I usually get 5 per cent commission from my supplier in South Asia.

You should know our prices are favorable considering the quality.

If they can take care of the foreign and insurance, it'll save us a lot of trouble.

I've made it clear from the beginning that the coming season means big profit to you if you buy our products.

谈判：

Dan Smith是一位美国的健身用品经销商，此次是Robert Liu第一回与他交手。就在短短几分钟的交谈中，Robert Liu既感到这位大汉粗犷的外表，藏有狡兔的心思——他肯定是沙场老将，自己绝不可掉以轻心。双方第一回过招如下：

D: I'd like to get the ball rolling（开始）by talking about prices.

R: Shoot.（洗耳恭听）I'd be happy to answer any questions you may have.

D: Your products are very good. But I'm a little worried about the prices you're asking.

R: You think we about be asking for more?(laughs)

D: (chuckles莞尔) That's not exactly what I had in mind. I know your research costs are high, but what I'd like is a 25% discount.

R: That seems to be a little high, Mr. Smith. I don't know how we can make a profit with those numbers.

D: Please, Robert, call me Dan. (pause) Well, if we promise future business——volume sales（大笔交易）——that will slash your costs（大量减低成本）for making the Exec-U-ciser, right?

R: Yes, but it's hard to see how you can place such large orders. How could you turn over （销磬）so many? (pause) We'd need a guarantee of future business, not just a promise.

D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?

R: If you can guarantee that on paper, I think we can discuss this further.

Robert回公司呈报Dan的提案后，老板很满意对方的采购计划;但在折扣方面则希望Robert能继续维持强硬的态度，尽量探出对方的底线。就在这七上七八的价格翘翘板上，双方是否能找到彼此地平衡点呢？请看下面分解:

R: Even with volume sales, our coats for the Exec-U-Ciser won't go down much.

D: Just what are you proposing?

R: We could take a cut（降低）on the price. But 25% would slash our profit margin（毛利率）.We suggest a compromise——10%.

D: That's a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?

R: I don't think I can change it right now. Why don't we talk again tomorrow?

D: Sure. I must talk to my office anyway. I hope we can find some common ground（共同信念）on this.

NEXT DAY：

D: Robert, I've been instructed to reject the numbers you proposed; but we can tryto come up with some thing else.

R: I hope so, Dan. My instructions are to negotiate hard on this deal—but I'm try very hard to reach some middle ground（互相妥协）.

D: I understand. We propose a structured deal（阶段式和约）. For the first six months, we get a discount of 20%, and the next six months we get 15%.

R: Dan, I can't bring those numbers back to my office——they'll turn it down flat（打回票）.

D: Then you'll have to think of something better, Robert.

市场研究：

How does a company start selling a new product?

Do you often carry out market research?

What's the object of market research?

One of the purposes of market research is to find out whether there's a market forthe product.

Sometimes the companies do their own market research, and sometimes they employ specialists to do it.

In the early stage, the regional managers do the research.

A salesman must have a good understanding of the applications, design features, special advantages and almost everything of the product the company produces.

Salesmen have to attend refresher courses frequently.

Market research and marketing research should be seen as two different functions.Market research is actually an analyses of specific market for a particular product.

But marketing research is the study of all processers involved in getting goods from the producer to customers.

We forecast that the market for this kind of product will decline rapidly over the next several years.

Marketing research is broader and involves more functions of sales.

The preliminary market test is due to start next month.

Let's look at the original plan and see where we've got to.

Our sales reaches the target and the customers' reacton was good.

They have no problems with production during the test market phase.

Apart from advertising and promotion campaign, we're going to hold national and local press conference.

We have to run the market test for two months.

Everyone knows that there've been some major changes in our market over the last five years.

一、概述：

如果进口商收货时发现货物与合同不符，就会向出口商提出索赔。一般来说，可按下列步骤书写：

1. 对提出索赔表示深深的遗憾

2. 说明订单的日期或合同、信用证的编号、索赔货物的名称及交货期，便于对方查找。

3. 说明要求索赔的原因

4. 说明由此造成的不便

5. 提出解决索赔办法。

在答复索赔的信函时，应有礼貌。首先要确定对方提出的索赔是否有道理。有，则表示深深歉意，立即纠正。无，则耐心的指出。在写此类信函时，有着严格的写作要求：

1. 尊重事实，充分说理，分清是非。必须重视调查研究，掌握证据，

明确责任。

2. 注意策略、讲究生意经。提出的解决争议的方案，必须着眼于尽

量有利于自己，尽量减少损失，同时又要兼顾对方的利益。

例文：

October 25,2000

Dear Sirs,

We deeply regret to advise that the Chemical Fertilizer despatched on Oct. 11, 2000 ,against our contract No. TH5829 have been examined and found many defects. The commodity Inspection Bureau of Shanghai has carefully examined the quality of Chemical Fertilizer and found it far below the standard stipulated in our contract. The inspection certificate are enclosed.

As you know, We have extablished business relations for almost ten years and we cooperated very well during these years. The storge of this lot brings us much inconvenience.

Please look into the matter at once!